Salesology® - Conversations with Sales Leaders – Details, episodes & analysis

Wendell Santiago is a Commercial Real Estate executive and Sales Manager at Realty Capital Advisors, where he leads client relationships, site identification, acquisitions, and leasing across multiple markets and asset classes. He serves as a trusted advisor to clients, guiding projects from market analysis and site tours through due diligence, approvals, leasing, and construction coordination. In addition to his real estate leadership, Wendell directs firmwide marketing efforts, developing LinkedIn and email campaigns, branding, signage, and SEO-driven content to increase market exposure and generate deal flow.

With a strong entrepreneurial background and over two decades of experience in operations, finance, and real estate, Wendell is known for his action-oriented approach, ability to navigate complex approvals, and talent for building long-term, high-trust client relationships.

Key Points:

Success Comes from Taking Action

A core philosophy: nothing happens without action. Brokers must make calls , visit properties and physically walk spaces. Confidence comes from hands-on knowledge, not theory.

How His Team Doubled Revenue

Wendell's team grew leasing volume from ~$9M to ~$24.9M by:

·       Anticipating Market Shifts

·       Solving Problems Proactively

·       Adapting to Demand Trends

·       Positioning the Market

Leadership & Team Management

Salespeople are the "eyes and ears" of the business.  Strong leaders listen closely to field feedback  and use that insight to guide strategy. Wendell maintains credibility by staying hands-on (showings, tours). 

Leveraging Interns as a Force Multiplier

Interns handle prospecting , list building and cold calling. At peak: 1,000+ outbound calls/week from interns alone. Brokers focus on closing, not dialing.

The Biggest Frustration: Poor Follow-Up

Wendell's #1 issue with salespeople is dropping the ball on follow-up, especially frustrating when leads are already warm or handed to them. Wendell feels the root problem is confusion between activity (busy work)  and productivity (closing deals).

Critical Sales Lesson: Ask for the Meeting

Many salespeople fail at a basic step: asking for the meeting. Even with warm leads, they hesitate. If you don't ask, someone else will .

Accountability & Performance Culture

Wendell discusses his strong belief in setting clear expectations and consequences for inaction.

Bottom line: results matter.

Core Philosophy

·        Be proactive, not reactive

·        Stay close to the market

·        Act quickly on opportunities

·        Support your team—but expect performance 

Bottom Line

Success in sales (and leadership) comes from action + awareness + accountability.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.

Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia.

Key Points:

Sales Led to Marketing Insight
After 20 years in sales, the speaker realized selling is much easier when prospects are already interested or qualified.

The Sales Spectrum
Prospects fall between two ends:

·        Convincing: uninterested prospects you must persuade

·        Confirming: highly qualified prospects ready to buy
Good marketing moves prospects closer to the confirming side.

Demonstrations Increase Engagement
Offering a demo or webinar works better than simply describing a product because people enjoy watching and learning.

Use Other People's Networks (OPM)
Partner with people who already have audiences, email lists, or communities that match your ideal customers.

Choose Partners with Aligned Interests
Both demographics and interests (psychographics) need to match for partnerships to work.

Craft stronger marketing messages
Effective messages include:

·        Benefits

·        Differentiation

·        Specific details

 Build Relationships First
Before proposing partnerships, establish rapport and reciprocity (e.g., promote their content or interview them).

Bottom Line:
Sales become easier when you focus on qualified prospects, strong messaging, and leveraging other people's audiences.

Guest Links:

 tom@leadsology.guru

+61404885553

www.GetTomsFreeBook.com

www.FiveHourChallenge.com 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.

Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Vaughn English

Guest Bio:

Vaughn English is a growth-focused sales leader with over 10 years of experience driving revenue across industries including digital marketing, 3D visualization, tourism, and insurance. He has a proven track record of building high-performing outreach strategies, leading cross-functional teams, and closing complex B2B deals. Vaughn specializes in leveraging CRM platforms, marketing automation, and creative campaigns to engage prospects and accelerate the sales cycle. From launching national tourism campaigns to scaling 3D content solutions for enterprise clients, he brings a consultative approach that aligns client goals with actionable solutions. Vaughn thrives at the intersection of strategy, creativity, and execution, consistently turning opportunities into lasting partnerships.

​

Key Points:

Background and Path to Sales

Started in theater; transitioned to sales due to communication skills and confidence. First job: selling DirecTV inside Costco, a challenging experience that taught resilience. Gradually moved into more prestigious roles, now at Fracture.

Role at Fracture

Tasked with building the B2B infrastructure from scratch, including identifying the ideal customer profile (ICP), creating case studies, lookbooks, product menus, and developing marketing and outreach processes.

Finding the Ideal Customer Profile (ICP)

Initially targeted hospitality, but realized sales cycles are very long. Exploring design firms and higher education as more promising ICPs. Higher ed (e.g., Boston College) often needs ongoing art installations, recognition plaques, etc., making them strong repeat buyers.

CRM and Sales Technology

Strong proponent of using CRMs despite challenges. Believes CRMs are essential for organizing contacts and outreach, launching automated email campaigns, and tracking sales activity. 

Sales Outreach Strategy

Focuses heavily on cold email campaigns. Personalized and well-researched. Uses intent data (from sources like ZoomInfo, Bombora) to identify companies showing buying signals. Example: campaign to Ben & Jerry's using their "Flavor Graveyard" as a custom subject line. Warm leads via email before calling; cautious about cold calling personal cell phones (though interviewer disagrees).

Team Dynamics and Management Style

Small team (essentially 2 people); the other focuses on account management. Balances trust with light micromanagement, uses CRM visibility (e.g., BCCs, task tracking) to monitor activity, steps in when new leads aren't followed up quickly enough. Believes in hiring people he can trust to reduce the need for hovering.

Challenges and Learnings

Struggles with ensuring consistent follow-up on new leads while handling large ongoing projects. Building out processes and infrastructure in real-time while scaling the B2B arm. Emphasizes that real ICP identification comes through direct conversations and testing.

Guest Links:

vaughn.english@fractureme.com

Connect on LinkedIn

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time.

Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest:  Wendy Weiss

Guest Bio: Wendy Weiss is the founder of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales. Clients include Avon Products, ADP, New York Life and thousands of entrepreneurs throughout the world. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of The Sales Winner's Handbook Essential Strategies to Skyrocket Sales Performance and Cold Calling for Women Opening Doors & Closing Sales. A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. From warmups to rehearsals, she shows her clients how to perform at their best and close all the sales they need.

Guest Links:

Watch Wendy's Dance Video

Title: God Bless the Child

Choreographer: Ginger Thatcher

Title of Music & Artist Credits:

Title of Music, God Bless the Child

Artist, Annie Lennox

Composer, Billie Holiday & Arthur Herzog, Jr.

Dancer: Wendy Weiss

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Guest: Doug Sandler

Guest Bio:

Doug Sandler is an entrepreneur and podcast industry leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As a podcast host of The Nice Guys on Business, Doug has interviewed, Gary V, Arianna Huffington, John C. Maxwell and dozens of celebs. Doug is a nationally recognized speaker, writer, and founder of TurnKey Podcast Productions, providing podcast production, editing and launch services. His Nice Guys podcast, with over 1,300 episodes has been downloaded 5 million times, in more than 175 countries.

Guest Links:

www.TurnkeyPodcast.com/money 

Books:

Nice Guys Finish First 

Imagine: 30 Days to A New You

Nice Guys Finish First by Doug Sandler (2015)

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Guest: Barbara Spector 

Guest Bio:

Barbara Spector, Founder and CEO of SmartMoves, Inc., helps existing sales teams from industries as varied as banking, high technology, and building products to fully discover what is needed to grow sales by at least 17% or more. Since 1997, her company, Smart Moves Inc. has guided her clients to deploy a little-known but proven process that saves time, and money, and takes the guesswork out of how to drive reliable and escalating sales growth during the best or even the most challenging times. Barbara's proven process helps executives and sales leaders uncover solutions that address all the unknowns which inhibit them from accelerating their top-line revenue, improving their mindset, and developing the right strategies and action plans. You and your listeners will enjoy her lively comments that awaken new ways of thinking about the most important asset in all companies—your top performing salespeople.

Guest Links:

Learn the 9 sales mindsets that allow salespeople to close more deals:  http://theguide.vip 

How to reach me:  vipchatwithbarb.com

OR my website: smartmovesinc.com  

AND a particular landing page relevant to our content today: https://www.smartmovesinc.com/sales-force-evaluation

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Guest: Adam Houlahan

Guest Bio:

Adam Houlahan is an International Keynote Speaker specializing in LinkedIn strategies for entrepreneurs, and CEO of one of the few truly global LinkedIn agencies, Prominence Global.

He hosts arguably the world's largest free online LinkedIn training event with thousands of people registering 5 times each year. He is considered to be one of the world's leading experts in harnessing the power of LinkedIn for business.

Adam is also the author of three Amazon best-selling books Social Media Secret Sauce, The LinkedIn Playbook, and Influencer. Adam co-authored a fourth international best-seller Better Business, Better Life, Better World. 

He believes real and meaningful change comes through the world's entrepreneurs. His purpose is to positively impact 12 million people in need and has surpassed 8 million impacts on the way to that target.     

Guest Links:

https://assessment.prominence.global/linkedin-productivity

Books:

Influencer: The 9 step guide to becoming highly influential in any industry

The Linkedin Playbook: Contacts to Customers. Engage>Connect>Convert

The LinkedIn Playbook: Contacts to Customers. Engage. Connect. Convert

Influencer : The 9 step guide to becoming highly influential in any industry

Social Media Secret Sauce: From 0 to 200,000 Followers in 1 Hour a Day

INFLUENCER: The 9 Step Guide To Becoming Highly Influential In Any Industry

Influencer: The 9 step guide to becoming highly influential in any industry 3rd 2023 Update ed. Edition

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Guest: Darin Dawson

Guest Bio:

Darin Dawson is the Co-Founder and President of BombBomb, a Human-Centered communication Platform that enables users to use simple, personal video messages to leverage their best asset … themselves. Darin leads all sales, marketing, customer success and
product development at BombBomb, a fast-growing, Colorado-based software company. He's on a mission to re-humanize the planet and he wants to start with your business communication. He believes that human beings have intrinsic value and that every person deserves to be seen, heard and understood. That's why he co-founded BombBomb.

Guest Links:

bombbomb.com/freebook

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Guest: Heather Pearce Campbell

Guest Bio:

Heather Pearce Campbell is a warrior mama, nature lover, and dedicated attorney and legal coach for world-changing entrepreneurs. Based in Seattle, she is mom to two little, wild munchkins, and founder of Pearce Law PLLC, home to her legal practice. She is also the creator of The Legal Website Warrior®, an online business that provides legal education and support to information entrepreneurs (coaches, consultants, online educators, speakers & authors) around the U.S. and the world. She hoards information, paper, and books while secretly dreaming of becoming a minimalist, and relishes an occasional rare night with her hubby when the kiddos are miraculously asleep and she can soak up HGTV without guilt. Heather is also the host of the Guts, Grit & Great Business™ podcast.

Guest Links:

Legal Basics Bootcamp: https://www.legalwebsitewarrior.com/legalbasicsbootcamp/

[Summary of Legal Basics Bootcamp]: In this FREE Legal Basics Bootcamp, get access to essential legal information for entrepreneurs building successful businesses, including: a simple framework for business protection with each short video providing specific takeaways, specific action steps that you can take following each video to make sure you are getting started on the right path, access to additional tools and resources to assist you on your business building journey, and training on how to protect personal assets, intellectual property, client relationships, your income and your business. By the end you will have a clear path for getting started on creating your own Legal Roadmap for your business, essential for your success!

Social Media Profiles:

www.facebook.com/HeatherPearceCampbell

www.linkedin.com/in/HeatherPearceCampbell

www.twitter.com/_HeatherPearce

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Suzanne Paling

Guest Bio:

Suzanne Paling, a recognized leader in sales management, has over 25 years of experience in sales management consulting and coaching. She has helped more than 60 companies improve their sales performance and processes. Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. Docurated selected Suzanne's blog as one of their "Top 50 Sales Management Blogs." Suzanne is the author of two award-winning books The Accidental Sales Manager, (Entrepreneur Press) and The Sales Leader's Problem Solver (Career Press) and co-hosts the Podcast Sales Hiring Straight Talk.

Guest Links:

https://www.salesmanagementservices.com/download-ebooks

Social Media Profile:

https://www.linkedin.com/in/suzannepaling/

Book:

Guest: Suzanne Paling

Guest Bio:

Suzanne Paling, a recognized leader in sales management, has over 25 years of experience in sales management consulting and coaching. She has helped more than 60 companies improve their sales performance and processes. Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. Docurated selected Suzanne's blog as one of their "Top 50 Sales Management Blogs." Suzanne is the author of two award-winning books The Accidental Sales Manager, (Entrepreneur Press) and The Sales Leader's Problem Solver (Career Press) and co-hosts the Podcast Sales Hiring Straight Talk.

Guest Links:

https://www.salesmanagementservices.com/download-ebooks

Social Media Profile:

https://www.linkedin.com/in/suzannepaling/

Books:

The Sales Leader's Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com